Key Account Management

80 percent of most companies' business comes from 20 percent of their customers. Learn how to nurture the relationships that matter most. Key Account Management kick-starts the key account sales process with an operational framework and implementation tips for the sales and marketing team. The book provides anecdotes, best practices, critical success factors, insight into key account expectations and an actionable plan.

Presents a model with the necessary initiatives for a successful key account management program

The Key Account Management handbook defines and outlines the account management process, and provides actionable tips for implementing and maintaining a key account strategy. Because it's well-organized and indexed, the handbook can be read in its entirety for a complete picture of key account strategy or individual sections can be consulted for more specific questions or interests.